The Human Sales Factor

The Human Sales Factor - Introduction

This is not a book crammed full of techniques. It's more suggestive in terms of how you should approach selling with an obvious bias towards human interaction.

The Inner Game of Sales (Chapter 1)

Ever felt like you're just pushing products?
Think again.
"Selling, at its core, isn't about moving a product or service, it's about moving people." (Page 2)

Sales is an art form that goes beyond the transaction—it's about human-to-human connection.
So, what's holding you back from forging meaningful relationships with your clients?

Key Takeaway: Sales is not a mere transaction; it's a transformative experience. You're not just selling a product; you're offering a solution, a lifestyle, a change. Are you ready to be that change agent?

The Greek Mirror: Your Inner Salesman (Chapter 2)

Before you step into that meeting room, you look in the mirror. But have you ever looked into your "Greek Mirror"—your inner self?

"Your enthusiasm is your essence, your being. In fact, enthusiasm is a Greek word that literally means, 'God within.'" (Page 5)

Your enthusiasm, your essence, is what makes you a compelling salesperson.
Are you reflecting the best version of yourself to your clients?

Key Takeaway: Your inner world shapes your outer success. Be enthusiastic, be you. Are you ready to let your inner self shine?

Emotional Intelligence: The Real EQ (Chapter 3)

IQ gets you in the door, but EQ keeps you in the room.

"Human-to-Human = EQ5"

"The key to igniting your sales EQ is understanding that people will size you up and draw their conclusions about you based on what they see and how you act." (Page 8)

Emotional Intelligence isn't a buzzword; it's the cornerstone of effective selling. How well can you read your client?
How well can you read yourself?

Key Takeaway: Mastering EQ is like having a secret weapon in sales. It's not just about understanding your client; it's about understanding yourself. Are you in tune with your emotional intelligence?

The Read-Offense Mindset (Chapter 4)

The world is ever-changing, and so should your sales strategies.

"It is not the strongest of the species that survives, nor the most intelligent; it is the one most adaptable to change." (Page 12)

Are you adaptable, ready to switch gears when the situation calls for it? Or are you stuck in your ways, missing out on potential opportunities?

Key Takeaway: Adaptability isn't just a skill; it's a survival trait in the competitive world of sales. Are you ready to adapt and conquer?

The Art of Persuasion (Chapter 5)

Persuasion isn't manipulation; it's an art form.

"Persuasion vs. Influence: Essentially, persuasion moves a person to think differently while influence ignites a behavior." (Page 3)

It's about guiding someone to see the value in what you're offering.
Are you a master of this art, or are you still painting by numbers?

Key Takeaway: Persuasion and influence are your brushes and paints in the art of sales. Are you ready to create your masterpiece?

Read about social influence

Read about Linguistic Influence

Read about personal influence.

The Power of Public Opinion (Chapter 6)

Why do some products become best-sellers while others don't?
It's not just about quality; it's about perception.

Negative reviews can deter up to 40% of potential buyers.
Are you leveraging the power of social proof to boost your sales?

Key Takeaway: In the sales game, public opinion can be your strongest ally or your worst enemy. Are you ready to make it your ally?

Commanding Presence (Chapter 7)

Your presence is more than just being physically there; it's about commanding attention.

Soft skills can be sorted into three distinct groups.
The first is personal effectiveness— how you come across to others. Are you confident and able to convey your thoughts clearly?
The next group is your ability to interact with others. Are you perceptive? Are you empathetic? Can you read the room and adjust accordingly?
The last group is the ability to inspire people.

"Soft skills can be sorted into three distinct groups... the last group is the ability to inspire people."

It's about walking into a room and being the person everyone wants to listen to. Are you that person?

Key Takeaway: Your presence is your silent yet most eloquent pitch. Are you making it compelling?

Message and Momentum (Chapter 8)

Time is ticking.
You've got 7 seconds to catch attention and 21 to spark interest.

This chapter discusses the art of listening and the importance of tailoring one's message and leadership style to the situation.

Are you making every second count?
Remember, momentum in messaging isn't just about talking; it's about listening too.

Key Takeaway: Time waits for no one, especially not in sales. Are you ready to make every second count?

Mastering the Language of Persuasion (Chapter 9)

Words can be powerful, but how you deliver them makes all the difference.

How you say it 

Emphasising different words in a sentence can totally change the meaning of that sentence.

The chapter also emphasizes the power of storytelling and metaphors in persuasion.

It introduces the concept of a QBOT (Question Bearing On Time) to engage the audience and outlines key questions to consider when approaching someone you hope to motivate.

"Three key questions you need to consider when you approach someone you hope to motivate are: What do you want them to feel? What do you want them to know? What do you want them to do?"

Are you using the right tone, the right body language? Are you telling a story that your client wants to be a part of?

Key Takeaway: The language of persuasion is more than just words; it's an orchestra of verbal and non-verbal cues. Are you ready to conduct this orchestra?

The Final Word: It's All About You (Conclusion)

The book concludes by emphasizing personal responsibility in sales success. It argues that your success is entirely up to you and reinforces the importance of the Human Sales Factor in achieving this success.

"Your success is all on you." (Page 2)